More on this book
Kindle Notes & Highlights
Read between
May 1 - May 31, 2020
part of your social selling efforts, you need to build a quality network full of your ideal clients, referral partners, and industry peers.
One way you can quickly expand your network is to join relevant LinkedIn Groups. LinkedIn allows you to join up to 100 groups,
join groups that your ideal clients belong to.
Make First Contact
Engage in Dialogue
reply by thanking them for connecting with you.
The process of building relationships isn’t limited to just one message after you connect with a prospect. You’ll want to send additional messages to continue the momentum and begin to add some value to
No relationship with a potential prospect should be kept solely on LinkedIn or on any online platform.
content alone is not going to generate a steady stream of new clients. What will is a direct outreach to targeted prospects,
people prefer personalized content because it is more relevant, and we are naturally more inclined to engage with information that we find relevant
personalization influences their shopping decisions.
Most of your prospecting will involve connecting with people who you do not know.
<Name>, <Insert something personal or that interested you about person>. <Insert something you share in common>. I’d appreciate the opportunity to connect with you on LinkedIn. <Your Name>
more specific example would be:
Hi <Name>, It was great to meet you at the <insert event > in <insert location> yesterday, and I would love to connect with you on LinkedIn. If there’s anything I can do to support you, please don’t hesitate to contact me. <Your Name>
Engage in Dialogue
example
<Name>, Thank you so much for connecting with me. Congratulations on being recognized as one of the Top 100 Digital Marketing Influencers. I loved the article you recently shared, <insert name of article>. I found it very insightful. What’s next for you at <insert their company name>? Are you working on any exciting projects? Thanks again for connecting, and if I can be a resource to you, please do not hesitate to reach out to me. <Your Name>
You never, ever want to pitch anything. The purpose of your welcome message is to begin to build some rapport.
Build Relationship
You will typically send this second type of message approximately one week after you send the welcome message.
In this message, you must add value to your new connection/prospect by providing them with a content resource they would find valuable or interesting.
Here is an example of what a relationship-building message may look
The resource you offer should be one that specifically relates to helping them overcome a challenge or problem they are having. Again, do NOT pitch anything.
<Name>, I noticed in your profile that you recently accepted a new position as <insert title> with <insert company> with focus on improving customer engagement for financial institutions. Congratulations <Name>, that’s very exciting! I’ve done a lot of work with different financial institutions, and I know that customer engagement is a high priority for them, especially right now. I recently wrote an article I believe you’ll find valuable, it is called <insert name of article>. If you’d like to read it, you can see it here: <insert URL>.
I’ve had a lot of positive feedback from leaders like yourself. I hope you find it useful. <Your Name>
The soonest you would send this message is one week after the last message you sent, the relationship-building message, although you could wait a little longer.
Your goal here is to set up a phone call, video call, or an in-person meeting,
Here is an example of what the message to move the conversation o...
This highlight has been truncated due to consecutive passage length restrictions.
Not all of your prospects will be ready or motivated by the solution you provide at this point.
15 reasons
that allow you to engage with or
send a message to your connections on Linked...
This highlight has been truncated due to consecutive passage length restrictions.
They viewed your profile You find a prospect you wan...
This highlight has been truncated due to consecutive passage length restrictions.
Your invitation to connect is accepted Your connection had a job change Your connection got a promotion Your connection mentioned you...
This highlight has been truncated due to consecutive passage length restrictions.
Your connection liked, commented on, ...
This highlight has been truncated due to consecutive passage length restrictions.
post
This highlight has been truncated due to consecutive passage length restrictions.
Your connection endorsed you You received a recommendation They were mentioned in the news
Their company was mentioned in the news They’ve published an article on LinkedIn They’ve posted a status update
The goal is to stay on their radar, provide value, build trust, and eventually be top of mind if they were to want or need the solution you offer.
Your Network = Your Net Worth. Let’s mine your network now for some gold.
When you have a relationship with someone who knows and trusts you enough to introduce you to someone in their network, take advantage of that opportunity.
84 percent of B2B decision makers begin their buying process with a referral.
Warm Introduction Message Process The message you send will play a considerable role when your connection is considering your request.
address these five key points: Establish a personal connection in the first sentence Ask whether or not they know someone well enough to provide an introduction Let them know that you will provide the message to send so they don’t have any extra work to make the introduction Show appreciation for their time, and thank them in advance Offer to return the favor if there is anyone they want to meet in your network.
Ex...
This highlight has been truncated due to consecutive passage length restrictions.
If
they say no, send them a polite message. It could
They Said Yes. Now Send Your Follow-Up Message
thank them for their help,
